Shocking truth about B2B lead generation advice on the Internet

On the Internet there are hundreds (maybe even thousands) who will tell you how to generate leads for your technical services firm. Opinions on B2B lead generation is like belly buttons, everyone seems to have one. Here's the only fact about generating leads for your commercial technical services firm:

Accountable B2B lead generation is a precursor to a sale!

I know that will piss a lot of people off, putting the word "sales" in the same sentence as "lead generation." But what good are leads if they don't become buyers. It doesn't matter what advertising agencies and new media gurus have told you, they just don't know the truth.

Lead generation is NOT about ...

• It's NOT about exposure! Get enough exposure and you'll freeze dead. Often this exposure serves your ego but annoys your prospects and repels potential customers. You need something that gets you sales.
• It's NOT about brand! The money it costs to burn your logo, slogan, or image on the mind of your customers could have bought a fortune in hard profits. You can't spend more than you earn and unless you're a big dumb company with deep pockets, you need marketing that pays.
• It's NOT about being seen! Cold canvassing industrial parks for years I saw a lot of businesses. Not one stuck in my mind, and your customer sees many more of you than you think especially with search engines being so popular.
• It's NOT about awareness! Since I was a little kid I've been aware of the Easter Bunny and have never once asked him for a thing. Just because your prospect might know you exist doesn't mean they have a reason to do business with you.
• It's NOT about connecting! You and I have enough friends already, don't need a bunch more in business. Again, business is about sales, not about warm fuzzy friendships built on weak connections and loose connections. The relationships you want in business must be lasting or you'll be left behind.

Pages on top of pages. And you might want to print this one out because I'm going to break bad on the shocking truth about B2B lead generation advice on the Internet. If you didn't know about this already, I'll tell you where all the "content" comes from. Don't even know if you can say "content", better word for it is "crap."

Who creates all the B2B lead generation advice on the Internet

Let's get one thing straight, there a handful, perhaps 5 tried and true experts on B2B lead generation who have blog's. You'll find them sponsoring events, some have even written books. They share with you an experienced based approach that works -- the problem is, for every one of them there are 499 who spread from half-truths to outright lies about B2B lead generation.

Setting aside those who know their stuff. These other guru's fluff content they find on-line, recycle it to gain page views. Seeking income from advertising, Google Adsense, and other Internet opportunities, these wannabe's pollute the search engines with useless garbage.

You'll find some that sound so good. That's because these content scrapers, business bloggers, and dime a dozen content creators are scraping bits from these good channels. It's hard to tell the dreaming lead generation fantasy content from experience based advice. That's why I wrote this report, to give you a machete in this jungle of B.S.

With so much content available it causes earnest selling professionals, marketers, and entrepreneurs seeking insights to get stuck on the hamster wheel of information gathering. Feels like you're going some where, and your little legs are running so fast, yet you haven't moved from your desk for hours.

Remember, B2B lead generation is a precursor to sales. If your lead generation is working then it is creating sales. Are you ready to wake up from this hypnosis?

Today it's even easier to know it all and be broke

Advice itself has no practical value. Unfortunately it's so easy to broadcast that advice on blog's., discussion groups, and in social media. All that and a hill of beans will only give you gas.

That bloated feeling and discomfort is your unease with knowing how to do something, but still not having it done. What I do is get it done for your quickly, then again and again, so that you increase sales and profits. It's not your fault, all this content is a mind trap that distracts you from your already busy life.

It might feel like you're a part of something to pretend you are in business. Even discussion e-mail verses print newsletters, or social media verse business blog. But as Zig Ziglar said about face-to-face selling, "There are a lot of professional visitors."

The professional visitor syndrome rings true today in B2B lead generation, except it cost so much less. Think about it, the new media guru's tell you, "No more canvassing industrial parks", "No more cold calling", and "Never send direct mail again."

Funny enough (unless it's happening to you right now) is that often means for the B2B selling professional, "No more sales." As busy as you already are, do you really need all these siren calls of distraction?

Worse, let's say you do everything those guru's tell you not to do, generate a bunch of leads, then don't follow up on those leads. Truth is most sales people don't follow up more than three times. If you're going out of business anyway, then surfing around the Internet reading the latest on B2B lead generation might actually be doing you a favor.

Doesn't matter what you know if you can't execute quickly

At least you won't spend a bunch of time and money to go out of business later -- you can spend very little twittering around and go out of business sooner. Just makes room for those clients of mine who understand the secrets of getting things done, rather than wondering about doing.

Does this make any sense to you? If it does, this means you are not some blind sheep. Perhaps you're a producers, or a shepherd in your market. The bottom line is that you'll be interested in aligning your self with support that helps you get more of your marketing done.

Biggest reasons selling professionals, marketers, and entrepreneurs fail to get results:

• Time constraints have them doing fifty different things half-ass with nothing getting done,
• Busy doing the wrong things that don't work but sounded good in concept,
• Doing things that work in ways that are ineffective, like too infrequent,
• Bad advice that sounded good at the time but now your too invested to stop,
• Generating leads but not having a system for follow up to close,
• Not generating leads at all, thinking those who will buy might just show up,
• Waiting for leads to come to you because you have a pretty web site,

This list could go on for miles. However, all the studies show that Internet users have a short attention span. That means you won't read this unless something is starting to make sense. Have you been wasting time and resources on B2B lead generation at the request of others? Are you ready to start earning more now?

Here's a quick quiz that may surprise you ...

Could you handled any ONE of these integrated marketing campaigns?

1. Generate leads on business blog, offering full address capture on first e-mail. Fulfill off-line CD and report on address capture. Follow up with two (2) letters and three (3) postcards to set telephone appointment. Then monthly prospect newsletter and quarterly initial sales offers to unconverted. All through process, dropping any buyer so you aren't spending money on individuals who have already joined your customer family.
2. For every appointment that doesn't become a customer, follow up with three (3) letters, a fax, and four (4) postcards in sequence to move back into appointment or next step. Put non-buyers with appointments back on drip campaign for monthly newsletter and quarterly initial sale offers.
3. Drop two cells of 1,500 letters to targeted list of prospects in your local region. Drive traffic to web landing page, while simultaneously testing Google and AdCenter pay-per-click. While offering telephone and mail response options. All leads generated get two (2) letters, a reminder gift, and e-mail series into meeting with sales person.

Can you do this in multiple mediums? Can you do this knowing which works creates sales and which does not? Could you do this month after month without break? At this point most selling professionals, marketers, and even entrepreneurs with an office full of people would run screaming through the streets.

Some might say "That's a lot of balls to have up in the air at one time." But the truth is ...

If you can answer "Yes" to any one of those questions you still aren't there. For success in B2B lead generation, you'll need to answer "Yes" to about 17 questions every day you campaign.

There is no easy shortcut, all the steps must be taken for lead generation to be profitable and accountable -- good news it you don't have to do all the manual labor yourself. If you've every wondered why so many businesses fail, it's because they don't grasp the necessity to keep them going. Here's the good news ...

My service firm,Hitt Publishing Directhelps you automate marketing campaigns, keep business advertising on track, and makes increasing sales easy. This includes B2B lead generation, lead qualification, and lead nurturing.

Before I get into that, let's first define accountability ...

You can have accountable B2B lead generation with the right systems

Everything I do with clients is about systems. By using systems I can measure inputs and outputs to know what works. For lead generation I know what space advertisements, postcard campaigns, pay-per-click advertisements, and what trade features (to name a few) are in play at any given time. These inputs tell me one thing, and ...

Because I use a response tool, something a prospect returns that tell me they are qualified to be a lead, because I use this tool, I'm able to measure outputs of my lead generation efforts. However, that's not enough.

Let's say I send 750 postcards to specific targeted customers in a region, like when I was selling petroleum services. I hand picked these individuals based on prospects gathered on cold canvassing, trade show events, profiles of existing customers, and directory listings.

Just sending the postcards mean nothing if I use the same crappy advice on-line -- since it's easy to find that, let's talk facts. You need something a prospect can use to tell you they are interested, in this case it's a request for a special report.

It would be silly to think I do this myself, in fact, it takes a well organized team of specific organizations working together to deliver bankable results. These time proven organizations work for you to execute even complex marketing campaigns -- providing you salability, consistency, and fast response.

If you just send 750 cards, get 47 responses you've learned nothing. What makes the difference is the whole start to finish system which shows you which of those original 750 are buyers. Because not every match is a customer today, you need follow up materials and resources that do all the work for you.

Lead generation done right isn't just sending the cards and getting response. Now remember, this could be e-mails, outbound telephone, trade newsletter space advertisement, or package insert. It could be a whole lot of things, but you don't learn anything from just a response.

The key is to code responses to directly connect lead generation with sales production. What you need to know is that from that one list you were able to produce 9 customers from 45 responses and it took 6 months. Space isn't available here to go into detail, the key is that being accountable means knowing the facts relevant to sales.

This is a whole lot different than spending $25,000 for a pretty picture you put in a trade publication, or $45,000 on a web site you'll just be updating in a year. It's about spending a dollar on advertising and getting two dollars back. If you can't break down your entire marketing campaign from concept to input/output, then it has failed before it started.

How do you get all this done without going crazy

Accountable B2B lead generation (and accountable marketing in general) sounds like a lot of work ...

Imagine having in your office a commercial print shop with 18 to 25 staff, a telemarketing room with 45 to 150 individuals 24 hours a day, and a bullpen of 8 to 12 marketers ready to serve you. Now imagine handling payroll for this mess to have them on staff for your company -- that's just not how things work these days.

Once this team of the very best, most highly matched team is done, they go away. You only invest in what you use, rather than the entire supporting infrastructure. Even better, you pay for results because teams can span geographically, regionally, and in capacity. You'd spend hundreds of thousands each year to maintain this team on your own, but can have them working for you after a simple call when working withHitt Publishing Direct.

Best of all, because your lead generation is accountable you'll know how much you make on each channel, campaign, and you'll have more dollars coming out than coming in. Think about this. If you spend $1,000,000.00 on business advertising over the next 12-months yet returned $2,000,000.00 in NET profits -- have you really spent anything on advertising?

Do this right and you could have a huge team to support you like what I have collectively available to support my clients. The difference is that I can scale quickly and easily. However, do you see how important accountability really is?

Doesn't matter what you do if you can't do it big and profitably

If you wanted to scale a marketing campaign on a tested control from 1,500 units to 25,000 units over four months you could do it easily. If you wanted your very best e-mail campaigns re-purposed into letters; folded, stuffed, and mailed to select lists in drip series -- you could do that without tying up your staff.

Best of all, everything would be managed from a single point of contact, through an organization who grows your business. If your business qualifies, everything from design to tracking will be done-for-you. Better yet, the extent of your daily effort will be handling all those qualified buyers banging on your door.

It doesn't matter if you want buyers in your showroom, on the telephone, in appointments, or to your web site. If you don't have the systems in place to drive a B2B lead generation campaign, then it doesn't matter what you know. You can be a small technical services firm, or a large one, doesn't matter.

In this economy your worth is measured by what you can accomplish. Not necessarily know or even do yourself. Implementation is more critical than ever before, your customers aren't giving away free lunches as they may in a booming economy.

To qualify you must be willing to take a multi-channel accountable approach. Meaning, you'll diversify how you reach buyers according to their responsiveness. Rather than trial and error you may have become accustom to in the past -- your campaigns will be measured by how buyers vote with their wallets.

With longer B2B sales cycles, that means more than just purchases. It means shortening the sales cycle, increasing transaction value, reducing receivables delays, and boosting underlying business profits. For an individual sales person, that means increasing the size of your commission check while reducing the number of hours you work each week.

What to do about a sea of B2B lead generation opinions

The sad truth is, put 100 marketers in a room and ask them the question, "How do I get more B2B leads that become customers?" and you'll get 180 different answers. Systematically implement two things you've already used to get customers in the past, carefully testing in these new ideas and you'll KNOW what gets you more customers in as little as three months.

But if it takes a hundred hours a week to execute any one campaign, it will easily crowd out everything else. That's why many technical services business don't get the results they deserve. You may even be doing the right things, just not consistently enough to matter.

What I do is help you implement B2B lead generation that makes sales, or do all the work for you. Doesn't matter whose methods you use, I'll show you how to make them work in your business or send them packing. Are you ready for bankable results?

What you're going to do in the next two minutes

If you have the balls to step away from the sheep, out of the "in" crowd and actually get something done -- then contact our offices right now. The only way to get started with what I have to offer is through an initial consultation. This isn't a sales call, it instead is a focused consultation designed to determine the fast track to your marketing success.

Do you want B2B lead generation program that creates more sales? In your consultation, I'll use an interactive survey to pick your brain in advance of our call. This survey helps us focus on your immediate needs and any questions you have about your next step. The survey inventories your current position to focus on practical actions that increase your personal bottom line.

Simply click the link below, review the terms, and get involved in boosting B2B lead generation results right now ...

Click here to Reserve YOUR Initial Consultation ...

Right now, reserve your space. If you're not aggressive about growing your personal financial bottom line, then go ahead and wander off to some other web page. It feels go to know and at least you know there is an option available.

But when you wake up dead of night trembling in fear that you may have missed an opportunity to actually earn more in your business from your selling -- this web page will still be here -- but you'll be further down on our waiting list. Fair enough?

When you call, I'm not going to give you advice, instead you and I will carefully analyze your situation. But I will answer your questions. After the call, a written report of findings will be presented and you'll be given my direct number to discuss in detail any particular part of the report.

At this point, only after carefully looking over and discussing your situation will I offer two or three specific actions you'll take to boost your B2B lead generation. Frankly, it is malpractice all the gibberish I see on the Internet about generating leads because not one of these so-called guru's have taken the time to understand your situation. Each one of them thinking themselves righter than the other on what you ought to do.

This report of findings will include audio recordings of all our telephone calls together. Yes, every call is recorded because you'll find nuggets on the re-listen that just weren't there the first time around. Clients tell me that hearing themselves go through the steps of uncovering hidden assets in their company have been worth 100 times more than anything they have ever found on-line. Best of all, you get answers at the speed of sound.

Why spend hours scrounging around the Internet for questionable advice on anything, especially a critical success factor to all technical services firms, your lead generation. Why waste your time when in just 45-minutes you can have practical action steps tailored to your organization?

Don't get me wrong, I'm talking about the time you save because I'm going to spend hours looking over your company, your competition, going through my project notes, and preparing to give you my very best in our time together. That's why an initial consultation is GUARANTEED! Anyway, while I can automate your marketing, I can't push the button for you that gets everything started.

Click here to Reserve YOUR Initial Consultation ...

If you're concerned about the value of a consultation, that's understandable. After all, this might be an important decision in light of how much money you're already spending on advertising and lead generation. However, I'm not asking you to spend anymore, in fact in most all cases a simple consultation save thousands more than the tiny investment.

Getting a qualified second opinion should never be about the money. Go ahead, click here to reserve your initial consultation and if you're not happy for any reason, I'll happily refund every penny and go in the hole on the time I spend to make your call profitable. Go ahead, I take all the risk, you have nothing to lose for a few hours of your time.